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Baby Boomers Business Sellers 2016

The Australian business population is ageing with a major succession issue quickly approaching yet very few baby boomer business owners are positioned for exit.

Twenty two per cent of business owners are aged 60 and over, which means hundreds of thousands of businesses are going to be sold or shut down in the next three to five years. For many, succession will prove difficult.

Business owners who understand how to ready their business for sale may achieve a strong sale price, but those who do little to prepare can expect an average sale price of a 1.5 multiple of their profits, most probably through a careless business broker.

Here we outline some of the factors that will turn buyers away.

Key man risk

This is the most common risk factor for small businesses when it comes to exiting a model that is too reliant on the owner.

A good management team has proven to be the number one reason investors will purchase a particular business. Your succession from the business starts with you firing yourself.
value

Business Value

The average private business in Australia sells at a 1.5 multiple of its profit (EBIT Earnings Before Interest and Tax). However the average business does little to prepare for sale.

Typically a strong private business that is well systemised and delivers consistent returns will sell for anywhere between three to five times its profit.

The key in driving the valuation is to build 'asset value' within the company. The management team, key contracts with staff and suppliers and recurring revenue channels all contribute to building asset value within the business.

The other key determinant is the 'strategic value' of the business. To identify the strategic value in your business, ask "who can make more money from this business than I can?"

This may be a

company who can utilise your client list to a greater extent than what you can, it may be a company that could take your products and introduce them to their larger client base, or it could be a company that can leverage your IP on a larger scale.
If you can identify strong strategic value within your business, this will drive the valuation you achieve beyond the traditional three to five multiple.

Limited Buyers

A seller who is speaking with just one potential buyer is in a weak negotiating position. Sophisticated sellers will engage in discussions with three of four potential buyers and ensure each of them know about each other.